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Sales Manager In Building Networks / Data Center (m/f/d) (Enterprise Networks) for Germany-West

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Date: Feb 22, 2021

Location: Berlin, DE, 10117

Company: Corning

Requisition Number: 43232


Corning is one of the world’s leading innovators in materials science. For more than 160 years, Corning has applied its unparalleled expertise in specialty glass, ceramics, and optical physics to develop products that have created new industries and transformed people’s lives.

Corning succeeds through sustained investment in R&D, a unique combination of material and process innovation, and close collaboration with customers to solve tough technology challenges.

Our Optical Communications segment has recently evolved from being a manufacturer of optical fiber and cable, hardware and equipment to being a comprehensive provider of industry-leading optical solutions across the broader communications industry.This segment is classified into two main product groupings – carrier network and enterprise network. The carrier network product group consists primarily of products and solutions for optical-based communications infrastructure for services such as video, data and voice communications. The enterprise network product group consists primarily of optical-based communication networks sold to businesses, governments and individuals for their own use.


Location:    Frankfurt/M, Germany


Position Objectives:

  • The Frankfurt area is well known as one of the most important marketplaces for financial customers and as the most important digital hub in Germany when it comes to data center business. The growth rate in the Multi-Tenant Data Center (MTDC) environment is still on a very high-level offering opportunities to growth the revenue for Corning and our partners.
  • The Sales Manager is responsible for developing and maintaining relationship with different existing and new end-users and channels within the assigned territory and develop long term account strategies. 
  • Maximizing sales and margin for all assigned Corning Optical Communications’ products and solutions is key. A particular focus on understanding and growing data center business by executing tactics and strategies is a must. 
  • Execute and manage tactics and strategies with focus on MTDC customers in the region in collaboration with the DC sales specialist. 
  • Interact with the regional sales team as well as with the global account team on large and medium size business opportunities. This also includes the collaboration with support functions e.g. Customer Service, Application and Field Engineering, PLM and Marketing. 



  • Meet or exceed budgeted sales levels for all products through regular sales calls to a targeted, balanced mix of end users, consultants, distributors and contractors generating a preference for Corning Optical Communications’ products 
  • Build and maintain positive Customer relationships across key functional areas including appropriate Executive action
  • Create Account Plans, Opportunities and activities for allocated region in the CRM database
  • Establish sufficient product knowledge of Corning Optical Communications’ products and their applications to identify opportunities and communicate internally to achieve maximum advantage
  • Actively participate in trade shows and conventions, including virtual ones, to promote Corning Optical Communications’ products and support targeted channels’ sales effort
  • As a representative of Corning Optical Communications convey the highest level of professionalism in behavior and appearance, uphold Corning Values and help fulfill all Customer expectations of Corning as a World Class Supplier

Required Skills (Experience, Education, Technical and Soft Skills):

  • A completed bachelor’s degree is preferred
  • Experience in channel management and end user sales
  • Good presentation and communication skills, both verbal and written
  • Ability to prospect complex solutions and explain the value proposition
  • Strong technical / product / industry knowledge
  • Strong interpersonal and communication skills 
  • Very good German and English language skills
  • Experience and regular use of current digital media 
  • High flexibility and willingness for 3 to 4 days of business travel per week

Other requirements:

  • The position holder must be able to work remote effectively with minimum supervision.